MarketingPilot Lead Management Option at a Glance

Transcription

1 at a Glance Integrated lead management software that improves marketing and sales performance, saves time and reduces costs.

2 MarketingPilot provides powerful, flexible and easy to use tools to track and manage sales leads through their full life cycle. MarketingPilot s Lead Management functions are tightly integrated into the MarketingPilot platform which provides a powerful fully integrated system to manage all your sales, marketing and business development activities. Web Browser MarketingPilot enables Marketing, Sales and Business Development teams to collaborate online, in real time, using any type of computer system Windows, Macintosh with a web browser and network access. Multi-Channel Lead Management Unlike many other Lead Management applications that are designed exclusively to handle online Leads, MarketingPilot is designed to handle Leads from many sources including trade shows and events, call centers, direct mail, display advertising, outdoor advertising, , web advertising, etc. MarketingPilot is designed for multi-channel lead management. Best in Class Lead Management Functions MarketingPilot provides best in class Lead Management functions: A database of record designed for Leads regardless of their source. Lead capture functions include Lead Import, Landing Page integration and Web Services to provide integration with other systems. Lead Assignment and Distribution that makes it easy to route Leads to Sales Reps. A Lead Dashboard that gives Reps access to their Leads. Automatic Lead Alerts which can be sent to or mobile devices. Lead Scoring that enables a score to be assigned to each Lead. Lead nurturing. List Management functions that enable users to create lists of Leads, Prospects and Contacts. Sales Ratings to enable Reps to give qualitative and quantitative feedback about their perception of the quality of the Leads they are receiving. Behavioral tracking to enable Reps to see the web activity, behavior and interests of clients and prospects. The Value of an Integrated Platform Lead generation is not performed in a vacuum isolated from other sales and marketing activities; rather Leads are the outcome of the marketing and sales process. MarketingPilot s integrated platform ensures that lead generation is part of a closed loop that enables Marketing and Sales to leverage the data generated in the lead generation process to manage, measure and improve the efficiency of marketing and sales efforts. MarketingPilot integrates: Lead Management CRM Sales Force Automation Marketing Database functions Marketing planning/marketing Resource Management Multi-channel campaign management Marketing Automation Behavioral Tracking/Web Activity Tracking Segmentation and Queries/List Generation Advertising management Improve Management Oversight; Reconnect with Sales Management need fast, accurate answers. With MarketingPilot, managers can get the answers they need about lead generation - visibility into results, discover trends, monitor sales activities and pipelines, assign tasks, track opportunities and prepare forecasts. With MarketingPilot, you can be sure you are maximizing the productivity of your entire sales and marketing team. One of the most pervasive and worsening problems that MarketingPilot helps address is the disconnect between Sales and Marketing. Sales and Marketing disconnect when organizations grow and Sales and Marketing become increasingly separated functions. When it comes to lead generation Sales Executives commonly perceive that the quality and quantity of Leads generated by Marketing is unsatisfactory. MarketingPilot helps align Sales and Marketing on Lead generation tactics: Manage Leads: It s impossible to demonstrate the value and ROI of lead generation activities if you are unable to track the results. MarketingPilot brings the results of your lead generation activities to the forefront through dashboards, reports and analytics. Generate More Leads: MarketingPilot makes it possible to identify the activities that generate the most Leads enabling resources to be shifted to them from lower yielding ones. Page 2 of 9

3 Improve Lead Quality: Lead quality is critical; with MarketingPilot, you can be determine and quantify the quality of Leads through scoring, sales ratings, opportunity management and CRM integration. These functions enable users to track the quantity and quality of Leads and whether the Leads convert into Opportunities and new revenue: a good Lead is a Lead that can be closed. When Sales Reps are able to properly identify and prioritize which Leads and Opportunities to pursue, win rates improve. This translates into more revenue: Lead management is clearly a win-win for both Sales and Marketing. Sales Ratings Get qualitative and quantitative feedback from Sales Reps about Lead quality. MarketingPilot makes it easy for Reps to rate the Leads they get. Sales Ratings provide valuable feedback to the marketing team that can improve results, save time and reduce costs. MarketingPilot enables you to track Sales Ratings trends for Campaigns, Reps, Advertisements, Landing Pages, Offers, Trade Shows, etc. over time. Are Leads Getting Contacted? MarketingPilot enables users to track whether each Rep is engaging the Leads assigned to them. Make sure that the valuable Leads you are generating are getting contacted by Reps and Business Partners. Maximize Your Team s Efficiency With MarketingPilot your staff will spend more time working with Leads and Prospects and less time on administration. MarketingPilot eliminates redundant tasks, automates lead assignment and distribution and enforces greater adherence to best practices. MarketingPilot eliminates operational 'friction' so there is nothing to interfere with sales, prospecting and client management. Sales Reps love MarketingPilot's Lead Dashboard. Powerful, flexible and easy to use, the Lead Dashboard puts each rep in complete control of his or her Leads. Powerful Search. MarketingPilot's Home Page displays a counter showing the number of new Leads. Update multiple Leads at the same time; update each Lead's Status without leaving the page. New Leads are highlighted so they stand out. Designed for speed. One click is all it takes to: Go to a Lead's contact information in MarketingPilot's CRM. Send the Prospect an . Convert Leads into Opportunities. Customize the layout of the Lead Dashboard. Streamline Lead Capture Streamline the lead capture process with online Landing Pages that automatically capture Leads in MarketingPilot. MarketingPilot doesn t restrict you to using our layout or our pages. Use MarketingPilot s integrated Landing Page form generators to quickly create Landing Pages that automatically capture Leads in MarketingPilot. MarketingPilot is easy to integrate with existing landing pages, registration pages and other online forms. You can leverage your branding and design pages without limitations. Automatic Lead Distribution MarketingPilot s Lead Assignment Engine helps you get Leads to Reps while they're hot by automatically assigning Leads to Reps using your rules. MarketingPilot automatically sends new Lead alerts to and mobile devices as they are assigned. Reps can retrieve Leads via , via MarketingPilot s Web Portal, MarketingPilot CRM, or they can be sent to your existing CRM system. Automatic Lead Scoring MarketingPilot s rules-based Lead Scoring Engine makes lead scoring easy. When Leads are received they are automatically scored. Lead scores are prominently displayed on each Lead and on MarketingPilot s Lead Dashboard. MarketingPilot makes it easy to sort, group and filter Leads by Score. Lead scores can be used for assignment, too. Campaign Management MarketingPilot has the powerful, robust, comprehensive and flexible campaign management features you need to track every marketing campaign you execute. MarketingPilot provides you with hard data that makes it possible to determine which certainty which campaigns work, why they work and how they work. Track: Create: Ads and creative packages used. Leads back to the specific advertisement that the prospect responded to. Offers associated with each campaign. All Campaign Expenses. Which products and services promoted. Which Lists were used in each campaign. Each contact reached by a campaign. Detailed campaign strategy and tactical briefs. Page 3 of 9

4 Programs that group Campaigns and roll-up expenses, results, etc. Tasks to manage Campaigns more effectively by ensuring timely execution. Best practices templates - preset campaign templates with all the necessary tasks and information. Templates are easy to create and can be used with a single click. List Management MarketingPilot includes features to help you create and maintain mail and lists of Contacts. Create an unlimited number of Contact lists. Add a Contact to an unlimited number of lists. Track detailed Contact information including name and address, custom attributes, transactions, activities and results. Import and export Contacts to/from Lists. Import and export Lists of Contacts. Associate Lists with specific Clients, Markets and Campaigns. Track event registrations associated with a List. Track List usage. Track outside List rental costs. Integrated MarketingPilot provides integrated features to help you work more quickly and efficiently: Reps can send from MarketingPilot using their existing account (Outlook, GroupWise, etc.). MarketingPilot automatically logs all messages. Send messages in text, html or SMS format (cell phones). Send files stored in MarketingPilot as attachments. Create templates that can be used again and again to save time when sending standard messages to clients, staff, vendors, etc. System-wide search enables you to search for s using a variety of filter/search options. Powerful Marketing Database Sales and Marketing have different needs when it comes to Contact databases. Sales needs to be able to move quickly from Contact to Contact, to track Activities and To-do s, forecast opportunities and keep track of correspondence, proposals and quotes. Marketing teams needs list management functions, response analysis functions, information about marketing interactions, transactional data, the ability to track marketing touches and campaign management capabilities. Many organizations already have CRM systems designed to support sales, repair, customer service, etc. These systems are often inaccessible to marketers and separated from each other. They rarely provide the functions needed by marketers. Regardless of whether you have one source of Leads or one hundred you need a relational database to contain your Leads that is designed for marketing purposes. Spreadsheets and flat file systems such as those found in marketing systems are not able to group Leads by enterprise or household and to tie multiple leads back to a single Contact, which provide valuable insight into the intent and value of your Leads. MarketingPilot s integrated marketing database is designed expressly to be the system of record that tracks all your Leads. MarketingPilot's marketing database is powerful, intuitive, easy to use and fully integrated. MarketingPilot can store all Prospect, Lead and Customer contact and transactional information for easy access and analysis. MarketingPilot's Marketing database enables users to: Consolidate all customer and prospect information into a single database designed to be easy to access and use. Build a rich, view of all interactions between each prospect and your company. Synchronize information with your CRM system. Use reporting and analysis services to obtain accurate and actionable information about customers and prospects. Query, analyze and define targeted customer segments. Run counts and generate mailing lists for direct mail, telemarketing, and campaign execution. Create and store all campaign information in one place including cost, budget, creative, offer, etc. Analyze results: revenue, sales, orders, products purchased, open rates, click-throughs, cost per Lead, and cost per order, Media Efficiency Rate, ROI and more. Build and nurture qualified prospect lists that you can use again and again. MarketingPilot can be configured to support the specific needs of business-to-business or consumer marketers. So, whether you aggregate information by company, enterprise or by household, MarketingPilot can help improve targeting and campaign results. Use our Integrated CRM/SFA System or Your Own MarketingPilot is designed to be easily integrated with most CRM systems, or you can use MarketingPilot s integrated CRM and Sales Force Automation tools; the choice is yours. Page 4 of 9

5 The MarketingPilot CRM Option MarketingPilot CRM is used by sales teams at companies and agencies around the world to help grow revenues, increase client satisfaction, save time and reduce expenses. Comprehensive and easy to use, MarketingPilot CRM empowers Sales Reps to accomplish more. With MarketingPilot your Reps will spend more time working with clients and prospects and less time on administration. MarketingPilot s CRM features include: Calendars Case Management Contract Management Document Management Estimates Online Registration Quotes, Sales Orders and Invoicing Opportunity management Reports Scheduling Territory management You want to use CRM tools that make your job easier, not harder. MarketingPilot has it - fast, easy online access; integration with Finance, Production and Marketing; Microsoft Office and Outlook integration; a simple, consistent user interface. That's why users love MarketingPilot. Powerful Campaign Automation and Customer Interaction Management for B-B and B-C Marketers MarketingPilot provides powerful campaign automation features, designed for business-to-business and business-toconsumer marketers. MarketingPilot makes it easy to automate both digital and traditional marketing campaigns and programs. With MarketingPilot all information about every interaction is tracked in a marketing database and is used to augment the marketing and sales process. Create automated rule-based campaigns using intuitive flowcharting tools. Automatically send messages, queue outbound calls, assign tasks, create leads, send collateral, etc. Assign triggers to specific events such as registrations, visits to web sites and web pages, clicks on specific links, the passage of time, calls, orders, returns, billing, etc. Track all client and prospect activity in MarketingPilot's integrated marketing database. Push actionable data to your CRM system. Create different rules for different markets, campaigns, products, etc. Track anonymous online visitor behavior for future use. Behavioral Tracking and Targeting Features Take All the Work Away Improve the relevance of communications with prospects and clients, increase customer satisfaction with marketing and generate more revenue while spending less and with fewer marketing touch points. Behavioral tracking (BT) refers to the tracking of the online activity of a consumer, client or prospect over time - including the searches a person has conducted, the web pages they have visited and the content viewed - in order to deliver promotional messages that are targeted to the person's interests and actions. MarketingPilot tracks online behavior in an unobtrusive manner and provides a number of features to protect the confidentiality of the information that is gather from misuse. Turn on behavioral tracking and MarketingPilot takes care of the rest automatically. When a visitor performs a traceable activity such as visiting a web page, clicking on a link in an message, downloading a file, etc. MarketingPilot collects the information about the visitor's activity. Tracking is performed for both anonymous and 'known' visitors; if an anonymous visitor is subsequently identified, the visitor's history is linked to the known visitor. A single visitor can be tracked regardless of the different devices they use including computers, tablets and smart phones. Integrated media buying and marketing functions mean that MarketingPilot tracks all online activity in an integrated and holistic manner. Of course, MarketingPilot tracks 'offline' activity too such as phone calls, attendance at events, demonstrations, etc. Behavioral data can be used in a variety of ways: To determine which marketing activities are most effective. To send targeted offers via and regular mail based upon a person's interest as shown by their behavior. To anticipate potential customer service inquiries and/or incorporate customer service behavior into customer profiles. To provide actionable information to sales reps who can use the behavioral information to improve their sales activities. Marketing Automation and Lead Management MarketingPilot provides powerful, flexible and easy to use tools to track and manage sales leads generated by each Campaign through their full life cycle. Campaign Management and Lead Management functions are tightly integrated, providing a powerful fully integrated system to manage all your sales, marketing and business development activities. Page 5 of 9

6 MarketingPilot enables you to track and compare the Lead Gen results of all Campaigns, and provides you with the information you need to make informed decisions. MarketingPilot provides best in class functions: Create Effective Messages Create totally customized, hardworking messages with our powerful user-friendly designer tools, or import your own html messages. A marketing database of record designed for Leads regardless of their source. Lead capture functions include Lead Import, Landing Page integration and Web Services to provide integration with other systems. Track every Lead to the Campaign that generated it. Create Campaign-specific Lead Assignment and Distribution rules that makes it easy to route Leads to Sales Reps. Create Campaign-specific Lead Assignment and Distribution rules that makes it easy to route Leads to Sales Reps. Lead Scoring models that enable a score to be assigned to each Lead. Integrate multiple Lead nurturing activities into a single Campaign. List Management functions that enable users to create lists of Leads, Prospects and Contacts and to use them in Campaigns. Sales Ratings to enable Reps to give qualitative and quantitative feedback about their perception of the quality of the Leads they are receiving from each Campaign Integrated Marketing marketing isn't just about sending messages to your customers, leads and prospects - it's about deliverability, creative, performance, timing, lists, marketing plans, products, campaigns, events, approvals, budgeting, sales, leads and staffing. Make a bridge to the marketing island in your organization with MarketingPilot's integrated marketing functions: Plus, Get high volumes of personalized messages delivered to your recipient s in-boxes. Manage subscribers and lists. Track performance, cost and results. Manage production workflows. Help teams collaborate more efficiently. Incorporate into your marketing plans and multichannel campaigns. Route messages for approval prior to sending. Create landing pages that capture, assign and score sales leads generated by . Promote events and track registration. Page 6 of 9 Use our user-friendly what-you-see-is-what-you-get editor without having to deal with HTML tags; Users can edit complex HTML without having to know HTML. It's easy to use, our formatting toolbar works just like a word processing program. You can style your text, align copy, check spelling, insert Adobe Flash, bullets and hyperlinks, and upload graphics and more. Or create compelling messages using our powerful integrated HTML editor. It's not just a text note pad. Advanced users can switch to HTML view to insert tables, image maps, and more: o Full HTML Editor that works on PCs and Macs. o Integrated Microsoft Word-like spell-checking. o Code indentation o Multilevel undo/redo with action trails o Integrated toolbar o And much, much more. Templates: There's no need to design your templates from scratch. You can upload or copy-andpaste your existing templates into MarketingPilot in just a few seconds. Or, setup new templates in MarketingPilot to save time, help ensure brand consistency and reduce errors. Upload or Import Content: As well as using the WYSIWYG editor, you can use your existing message template from your computer or import it from a web page. Test and Preview: MarketingPilot makes it easy to send test s so that you can validate links and URLs and see what messages look like when they hit the inbox. Send now or later: Schedule s for future delivery. Your home page widget displays your scheduled s every time you log in. Plug-Ins: Plug-Ins. MarketingPilot provides One-click Plug-Ins for Sender Address, Subscription Center, Forward to a Friend and View as Web Page that save time and make it easy to comply with CAN SPAM requirements and provide advanced functions recipients expect. Personalization and Dynamic Content: Dynamically customize message content for each recipient based on their interests, demographic information or other data. It's easy to insert personalization tags into your message to personalize the content of your campaigns for each and every recipient. Merge information into each message for a personal touch, and dynamically swap out content and special offers based on each recipient s preferences.

7 Shared Image Library: Upload as many images as you like for your campaigns. Unlimited free image hosting is included. Share images with other users. True Marketing Campaign Management MarketingPilot provides a robust, comprehensive and flexible system for managing campaigns, and the data they generate - no matter how simple or complex. With MarketingPilot all the information about every campaign is in one place. MarketingPilot s integrated performance measurement features make it easy to determine which campaigns are effective and which aren t. Create campaigns consisting of multiple messages; group several campaigns into a single program. Automatically track and roll-up performance data for a complete campaign for a fuller picture. Track all the leads generated by a campaign consisting of multiple messages. Analyze performance across different creative packages, offers, lists. Create detailed campaign strategy and tactical briefs using convenient fill-in-the-blanks templates. A/B split testing. Automatically send alerts to the marketing staff when critical campaign events occur. Automatically create workflow tasks for the production team to assign work and ensure timely campaign execution. Create best practices templates - preset campaign templates with all the necessary tasks and information. Estimate and track all costs associated with an campaign. Track how much each response costs. Prepare cost budgets for all marketing activities. Track how much time was spent producing the campaign. Can your marketing software do all this? Segmentation, List Building and Query Tools MarketingPilot includes powerful yet easy to use segmentation features designed for marketers not programmers that enables you to create and maintain of client, prospect, lead and other types of lists for use in marketing campaigns. MarketingPilot includes features to help you segment your marketing database to create and maintain mailing lists of clients, vendors, prospects, leads, etc. for use in 'traditional' and automated marketing campaigns. Querying has never been user-friendlier. With MarketingPilot, you point-and-click to select your criteria and you are good to go. The intuitive visual user interface is especially designed to make it easy for users and at the same time is powerful enough to create complex queries with a few clicks. Queries can be previewed right on screen, saved for future use or exported. Intuitive visual point-and-click query builder - no need to learn SQL or a programming language Save dynamic queries or create lists Create an unlimited number of lists Add an unlimited number of contacts to a list Add a contact to an unlimited number of lists Query addresses, leads, attendance, behavioral data, marketing data, and opportunities Use queries to build lists Import and export contacts Associate lists with clients, markets, locations, brands, products, jobs and campaigns Organize lists and queries in user defined folders Track list and query usage and costs Invoice clients for lists and queries Use queries in automated campaigns and marketing messages Web Portal The MarketingPilot Web Portal is an ideal platform for Lead distribution your sales team and business partners. The Web Portal provides the following functions: Your Look and Feel: The user interface can be customized to include your logo, fonts, design and branding. Lead Dashboard: The Web Portal provides each user with a Lead Dashboard. Alerts: Automatic reminders, alerts and notification keep all Web Portal users aware of the status of every project and activity. Security: MarketingPilot provides a layered approach to security. Choose an appropriate level of security depending upon your needs. Web Portal users can only see information that belongs to them. Reports Today every marketing dollar spent needs to be justified. You need to be able to show the ROI from all your Lead generation efforts. Get access to sophisticated reports that don t require you to be a statistical or financial analyst or spend hours tweaking spreadsheets. Publish detailed reports with a few clicks instead of wasting hours tracking results using spreadsheets. Page 7 of 9

8 Use MarketingPilot's reports to determine which Campaigns really impact the pipeline, and allocate your budget accordingly. With customizable reports and dashboards, sales managers and executives have instant access to the real-time data and analysis they need. MarketingPilot provides users with a comprehensive reporting solution that enables the creation, management, and delivery of both traditional, ink-on-paper reports and interactive, web-based reports. Marketers can create custom reports and explore MarketingPilot data using the powerful and easy-to-use Business Intelligence Studio. Export reports to formats such as Microsoft Excel, Adobe PDF, HTML, etc. Designed For Ease of Use and Learning MarketingPilot is designed to be flexible, easy to use, fast and intuitive. Organizations that use MarketingPilot software don't have to change their processes or terminology. MarketingPilot is designed to be highly flexible - without programming. We care enormously about the design of our software and go to great lengths to ensure that the design is elegant, streamlined and easy to use. Every element of MarketingPilot's user interface goes through a rigorous process to ensure that it is easy to use, and works consistently and intuitively. High Performance MarketingPilot is designed with high performance in mind; it can handle large volumes of Leads, Prospects, Contacts, Campaigns, etc. On Demand or Licensed Choose a subscription to MarketingPilot on Demand or purchase licenses and install MarketingPilot on an in-house server. MarketingPilot On Demand requires no IT involvement or support. All users need is a web browser and internet connection. For a fixed annual fee we take care of everything. We provide all the services needed, including setup and configuration, software and system administration and internet access in a high-security, fault-tolerant environment. Installing MarketingPilot on an in-house server is easy. MarketingPilot can be installed and implemented quickly, with minimal effort. Once installed MarketingPilot is easy to manage: Back up MarketingPilot while it s being used. Use the computers you already have. Choose the Version with the Right Features MarketingPilot is available in three editions: Standard, Professional and Enterprise. Visit the MarketingPilot web site at to compare editions and features. Advanced Technology MarketingPilot incorporates the latest Web 2.0 technologies. MarketingPilot s industry standard SQL database makes it easy to integrate MarketingPilot with existing systems. MarketingPilot integrates Microsoft SQL Server Reporting Services to support the full 'reporting cycle' from authoring to deployment. Security MarketingPilot provides a layered approach to security. Builtin security features manage user privileges and control access. Deploy MarketingPilot on an in-house server behind a firewall, or use SSL encryption for even greater security. Services That Make It Easy Every MarketingPilot client is assigned to a dedicated account management team professionals who are on call to help in any way possible. Our team will help your organization gain and maintain a real competitive advantage. A range of services is available to get the most out of MarketingPilot: Online and onsite training led by professional marketers who are MarketingPilot experts. Custom report design. Software development and customization. Integration of MarketingPilot and existing systems. Process improvement consulting. About MarketingPilot Software LLC MarketingPilot Software LLC is a leading provider of marketing software. Every day thousands of users at hundreds of agencies in more than 30 countries use MarketingPilot. MarketingPilot Software LLC Suite Ridge Avenue Evanston, IL USA IT isn t needed to add and remove users. Reconfigure the system without "taking it down". There is no need for an operator to monitor the system day-to-day. Page 8 of 9

9 Find out More In the US call , in the UK call or contact us via at and request a demonstration. Visit our web site at for more information and for contact information in other countries MarketingPilot Software LLC, all rights reserved. MarketingPilot, MarketingPilot Software and The Marketing Information System are trademarks of MarketingPilot Software LLC. This brochure describes the features of MarketingPilot Release 12. Not all features are available in all editions of the product. Page 9 of 9